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Recommendation

You might say that author Anne Miller is like a homeowner who strikes oil while digging a ditch in the backyard. In this book, she shares knowledge she refined from more than 20 years of distilling metaphors. Her book leaves little doubt that metaphors can fuel the engines of your sales success. Its pages are full of colorful, persuasive anecdotes and analogies that follow one another like racecars coming out of Turn Four at Daytona. If you doubt whether her advice will apply to the rubber-meets-the-road realities of sales, just take Miller’s ideas out for a test drive. Her primary expertise is in presentations, not sales, which may explain why her roadmap (note the extended metaphor) to success is so much more creative than most sales advice. Miller’s book leaves many other tomes in the dust. getAbstract.com thinks sales professionals who read this book and master the art of the metaphor should get ready to take a victory lap or two.

In this summary, you will learn

How to select the right metaphor for your sales situation;

Why metaphors are so persuasive; and

How to develop a rich bank of metaphors you can draw on whenever you need to (plus, some great examples for your bank).

About the Author

As founder of Chiron Associates, Inc., Anne Miller is a well-known speaker, author, consultant and seminar leader. She specializes in public speaking and "power to sell" classes. She is the author of 365 Sales Tips for Winning Business and Presentation Jazz!

Summary

Metaphorically Speaking In 1980, when Congress summoned CEO Lee Iacocca to justify a historic, $1.2 billion federal bail out of Chrysler Corporation, he faced an uphill battle. His problem was the colorful phrase "bail out." It conjured up images of a blundering captain who had grounded...